Rephonic
Artwork for Go To Masters Show
Revops
Artificial Intelligence
Forecasting
CRM
Sales Compensation
1P E-Commerce
AI In E-Commerce
Recruiting
Incentives and Compensation
Sales Operations
Everstage
Compensation
GTM
Moody's
Sendoso
Pathward
Incentive Compensation
Global/m Multicultural Collaboration
Finance
Grit

In the Go To Master Show podcast, we host industry leaders/experts to discuss the best practices and nuances in RevOps and GTM functions.

PublishesTwice weeklyEpisodes149Founded3 years ago
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Artwork for Go To Masters Show

Latest Episodes

Stacey Mangold is VP of RevOps at Axway, a publicly listed software company with over 11,000 customers worldwide. She's built comp plans from scratch at five companies and followed two leaders across multiple roles because she values learning from gr... more

YouTube

There's a version of RevOps where the leader shows up on day one with the playbook from their last company, ready to install it. Jelle Berends has watched that instinct fail more times than it works.

Jelle is VP of Revenue Operations at Oyster, the ... more

YouTube

Most ramp programs are just bad instructional design dressed up as onboarding. A week of PowerPoints, a parade of decks, and then we throw new sellers on the floor and hope. Robby Halford has watched this break sales teams for over a decade — and bui... more

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The biggest mistake finance teams make today is hiring for patterns. Same degree, same Big Four background, same SaaS experience — and then leadership wonders why they get average results. Hadas Sheinfeld has spent her career making the opposite bet.... more

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A 30% productivity gain from AI delivered zero more customer visits. Caroline Rocha knows a comp team that lived through that exact outcome — the hours just moved to weekends and evenings, where the sellers had quietly been working all along.

Caroli... more

YouTube

Daniel Wolman is Head of Incentive Compensation at Dext, the bookkeeping automation platform, where he runs comp solo across multiple regions after 15 years in ops and RevOps. In this episode, he makes the case that RevOps should own comp because the... more

Ajay Erogbogbo is VP and Head of Revenue Operations and Strategic Initiatives at Pathward, a publicly listed financial holding company, where he designs incentive comp for commercial lending officers. In this episode, he breaks down how variable comp... more

Ariana Farray manages 300+ payees across 40-50 comp plans at Flock Safety, one of the fastest-growing public safety companies in the US ($200M to $300M ARR in a single year, valued at $7.5B). In this episode, she walks through her full comp cycle fro... more

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Recent Guests

Robby Halford
VP of Go To Market Performance at Momentive Software
Momentive Software
Episode: Robby Halford (Momentive Software) on Why Enablement Needs the CRO, Ramp Design & AI Coaching
Hadas Sheinfeld
Director of Finance at Sisense
Sisense
Episode: Hadas Sheinfeld (Sisense) on Leading the Energy, Hiring for Grit & Acting Like a Director First
Caroline Rocha
Manager, Global Services Compensation
Just Eat Takeaway
Episode: Caroline Rocha (Just Eat Takeaway) on Designing Comp Across Cultures, AI Myths & Comp Transparency
Daniel Wolman
Head of Incentive Compensation at Dext
Dext
Episode: Why the Person Running Your Comp Plan Should Be the One Closest to the Pipeline
Ajay Erogbogbo
VP and Head of Revenue Operations and Strategic Initiatives at Pathward
Pathward
Episode: If a Rep Switches Products Because of Comp, Your Plan Is Working Against You
Ariana Farray
Manager of Sales Compensation Strategy at Flock Safety
Flock Safety
Episode: The Comp Plan Isn't Done When It Ships: Measuring What's Actually Working Mid-Year
Kris Rudeegraap
co-CEO and co-founder of Sendoso
Sendoso
Episode: Stop Running Mad Libs: What the Top 10% of Outbound Teams Do Differently
Sam Wegman
VP of Customer Experience and Commercial Operations at Univar Solutions
Univar Solutions
Episode: When Incentives Work Too Well: 30 Years of Comp Design in Chemical Distribution
Shawn Santos
VP of Accounting and Finance Search at Stephen Douglas
Stephen Douglas
Episode: Shawn Santos (StevenDouglas) on Compensation, Recruiter Burnout & Old Soul Operators

Hosts

José LeMann
Host of the Go To Masters Show
Venkat
Host of Go To Masters Show

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Talking Points

Recent interactions between the hosts and their guests.

Robby Halford (Momentive Software) on Why Enablement Needs the CRO, Ramp Design & AI Coaching
Q: Tell me about your transition from teaching into sales and what drew you to enablement?
He pivoted from education to sales, discovered he enjoyed helping others improve, and ultimately moved into enablement where he could leverage his learning mindset and empathy for client-facing roles.
Roxanne Dable on Why CRMs Fail When Reps Keep Spreadsheets
Q: What do you think are some of the most common pitfalls that you see companies getting into while trying to implement a CRM?
Common pitfalls include treating the CRM as merely a data storage tool and overcomplicating the system with dozens of fields, which leads to incomplete or bad data and low adoption. The right approach is to enable the business by simplifying data capture and focusing on truly business-critical fields.
The Comp Plan Isn't Done When It Ships: Measuring What's Actually Working Mid-Year
Q: What indicators tell you the plan is working or failing mid-year?
I look at Pay Versus Performance, quota attainment distribution, and compensation cost of sales, and I compare ramping versus tenured reps to detect misalignment and guide mid-course corrections.
The Comp Plan Isn't Done When It Ships: Measuring What's Actually Working Mid-Year
Q: How do you approach communicating the plan to ensure buy-in?
I use a combination of a broad sales kickoff to convey the go-to-market context and deeper, role-specific sessions for each vertical, plus training for managers so they can coach reps effectively.
Winning the Battle vs. Winning the War: Why Comp Plan Buy-In Matters More Than the Design
Q: Can you walk us through a great planning process end to end, starting from planning to final rollout?
A great planning process starts early, six months before the new sales year, with stakeholder feedback, performance analysis, and scenario modeling. Then you test via simulations, rely on data analytics to guide decisions, align with all key stakeholders, ensure operationalization so calculations are feasible, and finally communicate the plan clearly to the field, acting as trainer to minimize decoding time and maximize selling time.

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Frequently Asked Questions About Go To Masters Show

What is Go To Masters Show about and what kind of topics does it cover?

The show centers on RevOps and GTM strategies, with conversations frequently anchored in sales enablement, incentive design, and governance across global teams. Episodes commonly explore practical frameworks for aligning compensation, CRM, and forecasting with revenue goals, as well as how AI and data tooling can augment human decision-making without replacing core skills. A standout pattern is the emphasis on cross-functional collaboration (GTM, Finance, HR, and product), real-world case studies from tech and SaaS, and hands-on advice for building scalable, fair, and transparent RevOps programs. Listeners are likely to be practitioners and leaders who want actionable, measurable approaches to improve revenue performance, governance, and or... more

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What guests have appeared on Go To Masters Show?

Recent guests on Go To Masters Show include:

1. Robby Halford
2. Hadas Sheinfeld
3. Caroline Rocha
4. Daniel Wolman
5. Ajay Erogbogbo
6. Ariana Farray
7. Kris Rudeegraap
8. Sam Wegman

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